Posts Tagged ‘nonprofit operations’

Perhaps Not All News is Bad

Wednesday, February 10th, 2010

It should come as no surprise that donations from America’s most generous donors dropped considerably in 2009.

Since 2000, The Chronicle of Philanthropy has compiled an annual list of America’s most-generous people.  According to the Chronicle, donors on the Philanthropy 50 donated a total of $4.1 billion to nonprofits last year.  An impressive figure, but a drop of nearly 75% when compared to 2008’s total of $15.5 billion.  This year’s total also represents the second lowest year since the newspaper began tracking a decade ago.  For those on the list, the median gift in 2009 was $41.4 million compared to $69.3 million in 2008 and $74.7 million in 2007.

While these figures only confirm that 2009 was a dismal year for nonprofits, the recession may have catalyzed other trends which could ultimately strengthen the sector as a whole.  One of those trends, as noted by the Wall Street Journal, is the fact that a growing number of donors are no longer content to simply write large checks.  They are seeking ways to become more engaged in the process, and they are interested in finding organizations or strategies that can provide measurable returns on issues important to the donors.

The Journal emphasize this point with a quote from Stacy Palmer, the editor of the Chronicle, who stated: “Wealthy Americans increasingly see philanthropy as way to catalyze big changes in society, rather than choosing only to write a check for a new building or to further existing projects…. More and more top donors now put their money, clout and vision into fueling the development of new ideas and shaping future leaders–whether in education, business ethics, economics or climate change.”

Another interesting trend was also highlighted by the Journal in an article posted at the beginning of the month.  The author recounts how the recession has forced a number of nonprofits to close and more significantly, it has catalyzed the merger of others.  While not always an easy process, these mergers have resulted in cost savings and higher returns for a number of organizations.

These themes of mergers and greater collaboration among nonprofits is also finding a foothold among donors.  As noted in the article, funders like the the Lodestar Foundation, started by Arizona entrepreneur Jerry Hirsch, now awards a $250,000 annual collaboration prize to encourage nonprofits to increase efficiency and eliminate duplication by joining together. This spring, world leaders and philanthropists will meet at Oxford University for former eBay President Jeff Skoll’s annual forum on social entrepreneurship with the theme being: “Catalysing Collaboration for Large-Scale Change.”

In my perspective, these two trends are important to identifying new solutions to timeless social problems as well as increasing the efficiency of a sector not always know for effectiveness. While 2009 will definitely go down in the philanthopric record books for being a terrible year, perhaps it did not bring only bad news.

-Christopher Lindsay

The Exploratory Meeting

Thursday, January 28th, 2010

The Only Difference is Zeros: 10 Steps to Improved Nonprofit Development and Fundraising

Step #6: The Exploratory Meeting

Now that you have the initial meeting confirmed and set with your potential donor, I am a firm believer that you do not use your first meeting, if at all possible, to make the donation solicitation. The first meeting should accomplish two things:

1. Take the opportunity to provide a general overview of your organization. This may end up being a review of information that you included in your initial phone conversation or introductory email or letter. It is a time to briefly share with your potential donor your organization’s mission and vision, a highlight or two regarding your organization’s work, and a sampling of future projects/initiatives as well as the names of key national/local supporters.

2. (most importantly) the purpose of your visit is to learn as much as possible about your donor, their charitable interests, past experiences (positive and negative), and their overall theory of change. While you will have prepared yourself in advance of the meeting to know as much as you can about your potential donor, this is a time to let them talk, to let them express their philanthropic vision, and to find out what burns inside of them when it comes to charitable endeavors.

To learn as much as you can and to keep the conversation flowing and lively, ask lots of questions! Those questions may include:

  • Tell me about your (yourself/your family/your company)?
  • Is philanthropy important to you and your family? Important to your company? What is your personal theory of change?
  • How are requests for charitable donations handled and processed? If there is a formal grant-making process, how often does the governing entity meet and how often are grants reviewed and distributed?
  • What is the average size or range of charitable donation amounts?
  • What charitable organization do you contribute to currently? What drove the decision to give to those particular organizations?
  • Are you pleased/dissatisfied with the effectiveness and efficiency of the organizations you or your company has contributed to in the past?
  • Does your family or company have a designated “charity/cause of choice”?
  • Do the organizations you have contributed to in the past provide you a quantifiable and measurable report on the impact of your gifts?
  • What has been the most fulfilling charitable experience you have been involved with?
  • Do you sit on any boards of the organizations you contribute to? Has this been a worthwhile experience?
  • Do you or members of your family, or your company, enjoy participating in on-the-ground humanitarian missions? What organizations have provided you that opportunity?
  • What are the most difficult issues you face when it comes to charitable giving?
  • Are you in a position where you are entertaining proposals for additional giving opportunities?
  • How do you personally measure the success of your philanthropic activities? What are those accomplishments that earn an “A” grade?

The idea, obviously, is to gain as much information and insights as you can into the giving philosophy and inclinations, as well as the giving process, of the potential donor you are meeting with. Learn what their hot buttons are, and why. Equally important is to learn what to avoid. Listen intently to not only what the potential donors says, but what they don’t say. Get a sense of what burns inside your potential donor and what generates excitement as they speak to their past giving experiences.

All of this information will help you better formulate and tailor the specific contribution proposal you will ultimately present to your potential donor. Perhaps most importantly, out of this initial meeting with your potential donor, you will gain a sense from your potential donor the answer to these two most important questions:

  • Do they have the ability to pay?
  • Do they have the desire to play?

Now armed with invaluable information you have learned first-hand from your potential donor, you are now ready to begin the very exciting and energizing process of building a tailor-made contribution proposal. And the fun continues!

Next Installment: Step #7: Go to the Whiteboard!
This is the 6th part of a 10-part series The Only Difference is Zeros: 10 Steps to Improved Nonprofit Development and Fundraising.
-Don Stirling